Introducing Deal Hub from Chorus

February 25, 2020

Your One-Stop-Shop for Deal Reviews and Complete Deal Visibility

Deal reviews drive your forecasting, your coaching, and your quota setting. But the truth is, deal reviews are hard to do well.

Whether you’re a rep or a manager, you’re going to face a few challenges.

Deal Review Challenges #

When you’re preparing to review deals with a rep or AE in your 1:1s, you’re likely to run into at least one of these three challenges:

1. Fragmented Tools and Information #

The information that you need might be scattered across several different locations like Salesforce, your rep’s inbox, and Chorus. Some information might only be known by your rep and no one else. It takes time to compile all that information, and that is time that is spent away from selling.

2. Broken End-to-End Deal Information Transfer #

All too often, deal reviews end up being not that helpful for your rep! If you conduct rigorous deal reviews, it takes them time to prep for. On the flip side, a high-level briefing will be hard to get to any concrete action items or guidance.

3. Lack of Process and Unbiased Data #

Even your best reps are going to have a hard time being completely objective about a deal they are working hard to close, or remember every single detail about what happened. As a manager, you can ask a lot of questions, but ultimately you don’t know what you don’t know.

If critical information that falls through the cracks, the deal may not close on time, and your forecasting isn’t going to be accurate.

Single Source of Truth for a Deal #

Let’s start with a question: How do you understand where your team's active deals or opportunities are at?

Chances are, you’re thinking of Salesforce or your 1:1s. (Soon, we’re hoping you’ll add Chorus to this list.)

At the end of the day, what we’ve heard from you (and have discovered in our own experience) is that there hasn’t been a single source of truth when it comes to a deal.

Introducing the Chorus Deal Hub #

That is why we built the Deal Hub.

We are excited to share what we’ve built and how it helps you do your job better. The Chorus Deal Hub helps you and your team work more efficiently with better information so you can make better decisions.

Here’s exactly how the Deal Hub works.

Deal hub deal recommendations 2x

Chronological Feed of Customer Interactions (Meetings and Email) #

Let’s think about what’s important when you examine a deal.

As a manager, there are three pieces of information that affect the course of a deal:

  • What happened? Do you notice a significant drop off in responsiveness after an email? Are you hitting more objections after a meeting? Were all pricing concerns dropped after a call?
  • When did it take place?
  • Who was involved. Which AE, Rep, or CSM was in the meeting or on the email thread, and who did they speak with on the customer’s side.

We’ve designed the Deal Hub so that you can get the answers to these exact questions for every deal. Reps will be able to access these insights as well, unless you specify otherwise, making handoffs much more simple!

Let’s dig in.

Our new Deal Hub is made up of 3 main sections:

  • Conversation feed
  • Contextual filters
  • Preview pane
Deal hub complete view MOBILE 2x

In the center, you have the conversation feed. This is your source of truth about what conversations you have with the prospect or customer - including both meetings AND email exchanges.

At a glance, you can see all the information that matters.

  • What: There was a follow-up email after an evaluation meeting.
  • When: It happened on August 27th.
  • Who: It came from Susan.

It’s all the information you need to understand if that conversation is something you want to double-click into.

Another example: Let’s say a deal is supposed to be closing this month, but there’s been less activity than normal recently. The last conversation that took place was a pricing meeting a week ago, and it’s been radio silence since then.

Being able to see all of this at a glance will help you determine where you’d want to drill down.

Filter by Opportunity Stage and Contacts #

There could be hundreds of conversations happening around a deal, so you need the ability to quickly hone in on the conversations that matter - the ones that affect the outcome of the deal.

That’s what the contextual filters are for. Use contextual filters to sort by stage, contacts, or more.

Let’s say you’re reviewing a deal with one of your reps:

  • Want to know what conversations happened during discovery? What are their biggest pain points? What kind of timeline are we looking at?
    Easy. Just select the opportunity stage, and you can quickly filter down the feed to all the conversations that took place during that stage.
  • Want to see how your rep’s relationship with the champion evolved over time?
    Simple. Just select both your rep and the champion, and you’ll see all of the conversations that took place between the two of them.

You can see how easy it is to filter down the feed to what you are specifically looking for.

View and Browse Meetings and Email Threads Without Navigating Away #

Finally, the big question: What do you do when you are able to identify the conversations that matter?

When you’re reviewing your team’s deals, you don’t have much time during a day. You want to be able to browse through the conversations as quickly as possible and still have it in context.

Here’s the thing: It’s rarely going to be the case that there is only one conversation you want to take a look at. It’s far more likely that there will be several conversations in a single deal that will draw your attention for review. (Maybe even dozens for a complex deal!)

That’s what the preview pane is for.

If you click on an email on the feed, you can immediately see it on the right panel. Not just that single email, but the entire thread - so even if the email you clicked is a one-line reply, you can still get the context around the previous correspondence that happened.

Same thing applies to individual meetings. If you click on a meeting, you can view the recording immediately on the right, and play it back right then and there - no need to navigate away. You can also see some key stats around the meeting, like trackers and participant engagement.

Being able to quickly browse across conversation makes it easy for you to understand how the conversations are linked to each other.

Let’s say that in a call, there were some next steps that came up. Did the rep follow up on those items within the same day via email? With the Deal Hub, you get all of that visibility and more.

How Does the Deal Hub Help YOU? #

For Managers: #

This is going to drastically reduce the need for your team to “report up the news” to you. Keep in mind that an hour that your rep spends compiling information for you, is a minute that they aren’t out there selling.

You can be much more confident that a deal is in a good place and it will close on time because you have access to all the first-hand information.

You know exactly what the conversations were that took place.

No bias, no ambiguity, just the honest truth.

There are benefits to other functions as well…

For Reps: #

Chorus’s Deal Hub helps you to be able to find all the historical conversations in your deal or account in one place.

No need to spend time going through your inbox trying to find that one email that you need to prep for your next call, or forward on to your manager.

For Sales Engineers:

If you’re a Sales Engineer getting newly involved in a deal, you will need context to understand the prospect’s needs.

You can quickly catch up on the discovery that has already occured. Need to establish what is top priority for your POC? It’s possible - and likely - that it’s already been discussed over email or a call, and it’s simply not fully updated in Salesforce.

Establish concrete success metrics before you meet, and understand who the dedicated technical resources are and if they’ve been involved from the beginning or not.

Use Deal Hub to double-click into their top priorities.

For Customer Success Managers: #

When an account has closed and is handed over to you from sales for onboarding, you will want to prepare for that kickoff call with as much prior knowledge and relationship context you can get.

Use Deal Hub to understand the relationship in broad-strokes, specific people’s roles and pain points, and what their expectations are all in one place, so no information lost in translation and you can provide a stellar onboarding and service experience.

Next time you think about what helps you most prepare for your deal reviews, we hope Chorus is top of that list. Let us know what you think of our Deal Hub! We hope it helps you and your team work faster, with better results in less time.

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